Network Marketing; Flexibility and Choices

Network marketing is a distribution chain of independent sales representative. Sometimes referred to as consumer-direct marketing, direct sales or multi-level marketing (MLM). The term “affiliate marketing” is one originally referring to online cross-selling, yet it is also applied as a new buzz term for network marketing. For those who wish to become an entrepreneur but don't know where to begin, an arrangement like this can be very attractive. Often, there is talk of making a lot of money in a short amount of time. Now, what's that old adage about if it seems too good?  

Some of these companies are good and some are just filled with MLM junkies who are on to the next “opportunity” when the previous one has fizzled out. Now, so much of it is done online and the internet has really changed the model of how companies like Amway, Shaklee, Avon, Nu Skin and Herbalife have to market themselves. Case in point, a lot of Herbalife distributors are now establishing brick and mortar smoothie shops. That’s not bad, but most in the “network” were originally sold on not having an overhead. A storefront, utilities and employees are overhead.

It's PROBABLY not a cult, but you have to be aware of the lingo and rhetoric. You will hear things like, "down-line" which is the group of distributors you have recruited to your "organization" or "team".  Obviously, the one who recruits you is your "up-line". They love slang and initials. Point value (PV) is sometimes used instead of referring to money, and every distribution level will be named after a gemstone or mythical creature. It's a way of keeping score without realizing how little money one may be actually making. 

Should you attend a meeting, the facilitator up front will be quick to tell you how much money he made. But if you ask someone on the back row who has been attending for a year or more, they will be as tight as a clam. You will also hear about how easy the "plan" is. Well it is easy, once you have put in the blood, sweat and tears. But who knows for how long that will take?

Over my life, I have been a distributor for a handful of these. Personally, I believe the best ones are those which provide a service rather than a line of products. It's much more straight-forward. Professional services also tend to attract a better class of people. And that is KEY. You will be recruiting... a lot! No one ever became rich from simply being a distributor. You have to have a big down-line. 

Is network marketing a pyramid? There are stipulations within Federal law and possibly even State laws as to what constitutes a pyramid scheme. These are based on what the product or service is and organizational structure such as how many levels of commission there are. If a distributor joins the company, he or she CANNOT be forced to purchase products or use the service to join. This is a serious no-no as well as a sign it's a scam. Though, they may charge a nominal administrative fee of twenty or thirty bucks to set you up as a distributor.

A big factor as to legality, is whether there is even a product for sale or not. I remember in the late eighties, there was something called the "Airplane Game". People would pay to "play the game" but there was no product. As individuals paid a thousand bucks or more to join, they would move up from passenger the flight attendant to captain, based on how many other passengers they sold "tickets" to. It was akin to a Ponzi scheme. This was a clear pyramid and its originators actually went to jail. 

I may sound a bit cynical of this "referral marketing" because so many of them are unfortunately fly-by-night. But I am actually not opposed to the marketing model. Not at all! In the right setting and with the right service or product to offer and a good leadership team, one can start a very nice business with little investment. Of course, where there is little upfront money, there must be a lot of effort applied to grow the business. But, that shouldn't intimidate a budding entrepreneur! 

Here are a few things to avoid;

 - Any company that has broadened its reach from the original core product. They have lost their focus, mostly due to competition or market boredom. But more crap to sell is nothing more than just more crap! Look for something that is unique or exclusive.

 - Companies that can restructure your commission rate without your consent. They will do this.

 - Avoid organizations where the MAIN thing is recruitment. That’s not a business, it’s a networking association.You can find this out by visiting the "sales" meetings and timing how much the person at the front of the room talks about bringing people to next weeks meeting than the products themselves.

 - You can't swing a dead cat without hitting a vitamin or "supplements" company these days. They are cheap to make so they can have a huge markup. The quality of most of these are not any better than what anyone would buy off the shelf. Though, you will hear customer testimonials rave about the product simply because they never took vitamins before! I am guessing almost half of these companies are in the herb, oil or vitamins business. If supplements are the mainstay of the company, run!  

 - Also run away from companies that are “breakaways” from other marketing groups and are replicating their predecessors. This happens many times because someone with a large down-line has figured out how cheap those vitamins are and wants a bigger piece of the pie. The problem is, all those people who were fickle enough to leave the original company, will be fickle and leave the new one as well. 

 - If you hear "We're going international", it's because the product is saturated domestically.

 - If it's less than two years old, it's untested and the leadership has yet to prove itself. If it's over ten years, you have MISSED the "ground floor" opportunity.

But there are upsides as well. If you have never been exposed to sales or business in general, this is a wonderful environment to begin! This can be a place to encounter different marketing ideas and sales tactics. You will learn quick whether a prospective customer is interested in what you have to offer. Business is about controlling your resources and the most important one is time. You will learn to prioritize your efforts in a way that may not be required in a typical 9 to 5 job. 

In fact, it is something that allows for flexibility. More and more people have "side hustles" these day. This can be a perfect weekend gig until the business takes off. Though, at some point, you may want it to be large enough for you to leave your steady employment. At least, that is the dream of owning your own business. But some speak of just having some extra pocket change or making the car payment each month. Again, it's flexibility.

Even if you don't make your first million through network marketing, you will gain a lot of sales experience that may come in handy in other endeavors. Though, there is encouragement from your up-line and other distributors, you will learn to test your mettle by pushing yourself out of the comfort zone. THIS is what all entrepreneurs learn in order to be successful. 

Generally, the other people involved are very positive. A rookie business owner may be shown new, healthy ways of thinking through shared books like Think and Grow Rich, or How to Win Friends and Influence People. Sadly, not everyone was exposed to having dreams and aspirations or the art of being positive while growing up. For those raised in a negative or even abusive environment, this can be very cathartic and freeing. Friendships may be formed that will last long after the business. 

Millionaires have been made and operate ethically throughout the country. I've watched people do it with my own eyes. It is up to YOU to discover the right path (and group of people) to take you where you want to go. I have also seen dozens if not hundreds move on to do something greater, using the knowledge they gained from their networking venture. Like anything, you only get out of it what you put in.   

 

Building the Team

Much like a corporation is considered its own entity, teams will take on a life of their own. This is a good thing when you have the right bunch of people and can lead to better productivity. Micromanaging is counterproductive in the long run and not a growing trend for leadership in the 21^st century. The conundrum is how to let go of control and signal to the staff it’s alright to pick up the slack. In an organization where all plans and decisions are centralized, that transformation will not take place overnight. This is where the boss must be willing to let go of a certain amount of control and begin to encourage employees to take more initiative. But, the proper relationship between team and team leader needs to be in place.         

Workers need to have a certain amount of trust before they are willing to take on greater responsibilities. A common fear is someone might make a mistake (and they will) and be blamed for a bad decision. People need to know it is alright to occasionally go out on a limb because management will offer the safety net below. This begins with a sense of belonging.

When team members know they are legitimately valued as a part of the organization, they tend to take ownership. Ownership of the department, ownership of decisions, and themselves ownership of their own mistakes. Empower people and give them access to more resources and decisions. Allow them to speak freely about concerns they may have about a specific task. This will not only lead to better morale but less stress for management.  

Several articles and business text books have been written of the extreme measures the five-star hotel chain Ritz-Carlton will undergo to satisfy their guests. In fact, each employee has a budget of up to $2000, per incident, to ensure guests will come back again. If a valet or maid can fix an issue, they do so, even without managerial approval. This level of trust in turn, spurs greater loyalty from company employees. With the average patron paying a quarter-million dollars over a lifetime, it’s a wise investment.

Service at the Speed of the Human Race™

The information superhighway was never intended for people to take a leisurely stroll. The internet was created, and exists for the rapid gathering of data. Service itself is just a byproduct. Truly, when it gets to decision time, people want to SLOW DOWN a bit. But, how do you do that or even hit an "off ramp" if everything is moving so fast?  

The concept of "Service at the Speed of the Human Race™", simply means gathering all pertinent information for our clients as quick as possible, explaining it to them in a way they understand, and then allowing them some time to decide how to proceed.  No teleporters or magic wands, just good client service. In fact, this has always been the model. But unfortunately, it's a point a lot of online platforms completely miss. At some point in the decision making process we must slow down, as bad information, out of sync priorities and miscommunication can upset an otherwise smooth process. If we are the professionals in our field, those who have knowledge and prior experience, and it does fall to US to tap those brakes.  Otherwise, our client stand to make a huge mistake, especially as it applies to real estate.

It is a concept First Community Mortgage refers to as "the human mortgage approach" of doing business.  Though they have access to all the tools of an online-only bank, they realize the greatest advantage is in their people. More important, their people making face-to-face connections with clients. Mortgage seekers don't want to be forced in to the next step of the process because the site says it's prudent to do so.  Nor are they willing to be denied by an algorithm. They want to look a professional in the eye and get some advice. People want options. Yes, at a point there is the need for a little bit of hand holding. That is a service you cannot get from the internet.

I recall several years ago, a large discount department store was playing with the notion of expanding into real estate. They had kiosks set up in a few of its stores as a pilot program to see how many more magazines, cheap toys, shirts, flip-flops, and 2000 square foot homes they could sell. This was at a time when there were not as many real estate information outlets as there are now. The discount chain's concept was to provide fast and convenient data while customers were shopping otherwise. People did in fact look at home listings on the in-store computers, but when it became decision time, elected to seek the advice of a Realtor®. The project was abandoned.  

Recently, I worked with some clients to sell their home. Within the first 24 hours, we received four offers. Each was good. The clients selected potential buyer to work with and we were able to sell the property for about $10,000 MORE than we originally anticipated. All this happened without the use of such online services as Homelight, Zillow or Trulia. For the most part, the offers that came in were by word of mouth. As for the bump in price; I went "old school" and actually MEASURED the property thereby finding additional square footage that was not reflected on the tax record. Something that would not have been caught by a "Zestimate", but rather by little ol' me!   
           
In the 21st century, we want something and we want it now!  However, instant gratitude is for the most part, a fantasy. Gaining information today is no problem at all, but is it the RIGHT information? More important, is it the right information for that individual? The human mind can race at a sprint, but the heart still needs go the distance of a marathon. That is what is meant by Service at the Speed of the Human Race™.    

Blaine Little is a real estate instructor, business trainer and an agent with Reliant Realty in Murfreesboro, TN

http://speakingforeffect.com/        BlaineSpeak@gmail.com

There is no leadership without a sense of vision.

As a corporate trainer, I often open my seminars stating; "The single most important skill of a good leader is that of communication". A manger or executive with an industrial expertise may point to another attribute such as accounting or engineering. However, when it comes to the task of actually LEADING others on the team, one would be hard pressed to disagree with me. Otherwise, just ask anyone who had a great idea and could not bring it to fruition because others did not share in the vision. 

Unfortunately, there are a lot of professionals who perhaps due to their technical skills, gained a position of influence and yet do not truly appreciate the need for them to be "visionary". He or she has the degree, certifications, experience and skill sets to accomplish the tasks at hand. Yet, business professionals many times fail to understand the moment they take on the responsibility of a staff, team, department or even a single intern, they automatically become a LEADER... like it or not. I say that because there are a lot of business people who detest the responsibility of dealing with others and seeing to it staff members contribute their individual portion to the team. The attractiveness of title, prestige and more money clouds the reality that there will be a huge shift in their personal responsibilities. It is no longer the emphasis on individually doing, but instead relating what needs to be done by the team and WHY. 

Recently, I was presenting to the executive staff of a large energy company. The organization had recently undergone several growth spurts and weren't done. They understood the importance of creating a strategic plan relating the direction they were moving to their more than 1000 employees. Out of this, came the need to develop core values, as well as mission and vision statements. The company was undergoing such change they wanted to ensure all the workers were aware of the new direction they were going. Otherwise, employees would not see the need to be flexible in their understanding of what the individual job was. Where thee is confusion in the ranks, you have a loss in productivity, effectiveness and profitability. There could even be safety concerns for any entity that changes course and does not bring its members along.  

Followers WANT to be led! The good ones show up to work and fully expect to receive that day's marching orders or to be informed if the daily routine has been altered. Without a sense of direction, employees lose confidence in the organization, their leaders, even themselves and their abilities. To fill the void, they will many times create their own set of priorities, process policies and deadlines. However, these will all be different from one worker to the next and more than likely not be up to company standards. In time, the company will be swallowed up by inefficiency, lose their customer base, and eventually fold. The frustration an executive may feel is often one of the signs something is wrong and it may present itself too late.  

As a business leader, it's not enough to be proficient in your position, you must also bring the team along for the ride. That means telling members of the team where the ride is going... and why. In short, creating a vision. Key concepts, such as a vision statement is not the only way to do that, but it's a really good start. It may also require additional training and frequent updates. By opening good lines of communication to allow for questions, ideas and feedback, a leader can be assured that the team understands his or her direction. But if that leader simply assumes everyone knows priorities and what to do without follow through, that professional stands a good chance of not being in the position for long.   

Blaine Little
http://MomentumSeminars.com/
BlaineSpeak@gmail.com
 

Are You Aimlessly Wandering as a Manager? You Should!

In management, you have not only the position of leadership but all the responsibilities that come with that appointment. Even though one may be "the boss' or at least a functionary of the boss, there are still duties to perform and decisions to make. That means reports, analysis, deadlines and directives. Most of those duties and decisions cannot be passed off to members of the team or crew because... well they're not the boss, you are!

This means countless hours poring over facts and figures, writing memos, attending meetings and working late in a tiny little cubbyhole you call your office. More than likely, your business school professors never told you about that part of this glamorous job. Nonetheless, it falls to your sense of duty to get comfortable behind your desk and scratch your head while reading a memo from the Accounting Department which states, "this doesn't add up". In order to get things done, you simply cannot afford to spend that much time in the bullpen or on the shop floor, right? Wrong... WAY wrong!        

If there is one thing to learn from Machiavelli's The Prince, besides when it is politically advantageous to not be cruel, it is that of being present. No prince can rule from a foreign land. It doesn't matter what systems are in place, things will naturally break down if people don't hear from, and most importantly SEE their leader. You physically have to present yourself to your team to say "I'm here".

Yes, "when the cat's away, the mice will play", but maybe not for the reasons you think. There are those in every workplace who will do as little as possible while they are in it. However, there are those who sincerely want to put in an honest day's work as well. Without a certain amount of oversight, work will slow down and those loyal to the company will lose focus and feel downright abandoned by management. People look to a leader to ensure they are on the right track and that their efforts won't be a waste of time. They need instruction, guidance and even the occasional inspiration. Believe it or not, that doesn't come from reviewing reports. Those concepts must be communicated and a proactive leader must not wait until an employee knocks on the office door. We all know, by that time it is often a much larger problem that could have been quashed days ago, if only we knew about it then.  

Occasionally getting up and walking around for no particular reason is actually a very effective management tool. Years ago, Tom Peters wrote about this activity and called it Management By Wandering Around (MBWA). Though, we have seen this practiced throughout history where great leaders such as Abraham Lincoln would "pop in" and make their presence known. The intent is simply to see what's going on. In the course of doing so, you will identify issues that need your attention as well as come in contact with those who can fix overlooked problems; your employees. 

To be clear, I'm not talking about micro-managing, skulking behind the office planter or crawling on all fours from cubicle to cubicle. The point is to be noticed. Members of a team often see only their specific function and simply may not recognize a problem for what it is. Not only is this a good point to delegate someone to eliminate an issue before it grows fangs, it is also an opportunity to interact with the rest of the crew. They fully expect there to be guidance from one who is more experienced, but will grow to resent your absence. Without your presence, they will start making their own productivity decisions that may not be in line with that of the company. 

From a point of morale, people want to know the leader is there. They want their work to be validated and the workers to be appreciated for their effort. It is important we praise their actions and give correction where needed. We also need to connect with people on a human level. Asking such questions as "how was your weekend?", "did your son do well at the track meet?" and "do you have pictures of your sister's wedding?" is not a waste of time. This seemingly idle chit-chat leads to respect and trust. These are two things that must flow in either direction if a team is to be successful.  

Notice, Peter labels this as "wandering". There is no set time, course or agenda for this movement. It's simply walking around your department to see what's there. This could be in the morning or afternoon, or both. Carrying a pen and small notepad probably isn't a bad idea either. During your leisurely stroll, take the time to interact with the people who make you look good by asking them if there is anything they need from you. Initially, your employees will be down right puzzled by your daily jaunts, but after a week or two, they will be use to it and view them as normal behavior. In fact, they will anticipate your arrival and many times have questions or concerns for you to address. Many of these issues would never have come to your attention had you not made yourself available to your team. 

Blaine Little
http://speakingforeffect.com/
BlaineSpeak@gmail.com
 

You Have Control Issues and Your Employer Knows it!

We all have control issues, and your work's office building confirms it. That's right, a lot of those "I'm in charge" buttons are just for show! But when it comes to overall satisfaction on the job, your employer has a trick or two up their sleeves.

If  you arrive at the job site and need to cross the street between parking and work, that button for the street crossing sign may very well be inert. Though, it's not the case in all areas, New York City did admit years ago that when they upgraded the pedestrian crosswalk signs to timed circuitry, they left the old buttons on the sign poles. The reason; it made people think the light would change for them sooner and discourage jay walking.

You then head inside the building and enter the elevator a little late because you had to wait on a fake street sign. After selecting your floor, you reach for the "door close" button. You know, the one with the two arrows facing each other. Again, you've been duped. Though elevator manufacturers insist the buttons do work, they generally don't engage without a fireman's key. So why install a push button at all? To help alleviate the frustration of waiting a whole 2.3 seconds. In short, it allows you to feel in control of the situation.

But the manipulation does not stop there! When you finally arrive at your desk, a crossing light and 2.3 seconds late, you may feel the need to adjust the temperature controls to create just the right working environment. It's estimated that over half of the free standing thermostats in larger office buildings are completely FAKE! Why the elaborate sham? If you are cold, more than likely someone down the hall is hot and vice versa. However, your company doesn't want to have to reconcile physical comfort concerns of an entire company based on whose cubicle is nearest a large window and gets the sun. To put a lock box box around a functioning unit would only elicit more complaints. The actual degree setting is generally the exact same for a particular season, but the phony dials create a placebo effect that will allow you to get back to work.

Almost a hundred years ago, research was conducted at a factory in Cicero, Illinois. The study was to see if affecting the variables such as light, temperature, humidity and even music in the work environment would increase productivity. All of these adjustments had a nominal effect on overall output. The biggest factor in the study was not the adjustments, but the fact that they were conducted at all. Workers assumed that their employer was making the changes to please the employees, and therefore... cared. Known as the Hawthorne Effect, this was a groundbreaking study indeed. That simply the attitude of employers toward their workers would in and of itself increase productivity.

Going through life pushing buttons and making tiny adjustments to EVERYTHING adds stress to our lives, robs us of our joy, and blinds us to the opportunities to see the world in a different way; as it truly is. We cannot choose with whom our children fall in love, if we will be in an accident on the way home or whether we will even have a job next week. My advice; slow down, draw a deep breath, take a placebo (tick tacks work pretty well) and understand you are not in control of most things in your life, especially on the job. Admitting as much is half the battle. Relinquishing the need for control allows you to shake off stress, clear your mind, and do what your company really wants; get back to work.  

http://speakingforeffect.com/
BlaineSpeak@gmail.com

RESPA – More Teeth than Ever

The following is an article I wrote for the Middle TN Association of Realtors Newsletter in 2014...

As a rookie agent some fourteen years ago, all I wanted to do was get my license and start “selling homes”. At that time, the Middle Tennessee Association of Realtors would allow a new agent to postpone the orientation classes for up to one year. Yes, that’s exactly what I did! Several closings into my new career, I approached the one year mark, so begrudgingly scheduled my attendance in the NAR-required education. However, once the course was complete, I came away from the entire experience thinking “I really could have used all that information a year ago.”  Not only did I learn quite a few nifty marketing ideas to help me attract new clientele, I was also made aware of several liability issues to avoid.

Flash-forward to about eight years ago, I began teaching continuing education courses as well as the orientation at MTAR.  As a real estate trainer, I enjoy sharing concepts that will benefit my fellow Realtors, even if it’s those embarrassing stories of mistakes I made in the field. After all, why not learn about potential pitfalls in a classroom rather than actually making them yourself.

It was after one of these classes, I was approached by three or four Realtors who all had the same concern. I often have a student or two ask for some specific advice, and if the subject isn’t too “sticky”, I’m glad to help. In my 45-minute orientation class on the Real Estate and Settlement Procedures Act (RESPA) I had covered several points of how the Federal Government is opposed to, and eliminating kickbacks in the world of real estate. The agents related to me they were approached by a lender who provided marketing materials completely free of charge, even though I had just mentioned RESPA’s “fair share” rule of Section 8 as it pertained to advertising costs. From what was related to me, they were assured by the loan originator that paying the entire ad bill was entirely compliant with the law.

The whole story left me scratching my head, and wondering “has something recently changed concerning Section 8?” A good teacher wants to keep abreast of developments with one of his taught subjects. After all, it’s not like the Federal Government is going to give me a call to ask permission or even inform. So, like a good Realtor, I did my research. The law looked exactly the same as when I read it almost a decade earlier. Then, I called the RESPA hotline.  It rang, and rang, and rang. I called several times, but it appeared no one was manning the hotline at HUD. In fact, they weren’t. Not anymore.

Wanting a quick answer to give any updates at the Professional Courtesies class I was to teach the following day, I picked up the phone and called someone I knew would give me a quick, honest answer without all the legalese mumbo jumbo; the Board’s law firm of Smith & Sholar. In speaking with Brian Smith, I asked if the “fair share” concept was still in play.  He assured me Section 8 was still very much the law of the land. One new development he did mention was that of the Consumer Financial Protection Bureau, or CFPB. You probably first heard of this entity a couple of years ago as a consumer protection agency that would investigate credit card issues. In addition to that, and student loans, it also polices RESPA violations.  Smith told me this was a very serious investigating authority. Unlike HUD of prior years, who were essentially paper pushers, this new organization had teeth and wasn’t afraid of using them. He related a couple of stories where several real estate entities in the South were hit with fines in the millions.  To further put the nail in the coffin, Brian suggested if any Realtor is approached by a vendor to pay for all the marketing cost, and states that it is legal, have that lender (or title company, etc.) provide an opinion letter from their attorneys. He quickly followed that up with stating no attorney will ever furnish such a letter. 

It takes a small army to close a real estate transaction. Realtors need good partners they can depend on to not only close the deal but to look out for the best interest of the client. After all, that’s why RESPA exists. Shared marketing can be a true win-win. Not only does it cut down on a professionals overall ad bill, but it also exposes the public to several qualified experts at the same time. Whether you have someone you trust share in the cost, or go it alone, just be certain you are in compliance with the law.   

Blaine Little                                                                                                            SpeakingForEffect.com

http://portal.hud.gov/hudportal/HUD?src=/program_offices/housing/ramh/res/respamor#HT

http://en.wikipedia.org/wiki/Consumer_Financial_Protection_Bureau

http://www.housingwire.com/articles/30129-cfpb-fines-real-estate-firm-over-respa-violations

Are You A Fraud?

When I first became a Realtor fifteen years ago, I was excited about the prospect of helping so many consumers realize the "American Dream". But, as I actually began to approach prospective clients, a terrible sinking feeling hit the pit of my stomach. I had begun to question everything that had brought me to that point. Was I really trying to help others achieve a lofty ideal, or was I just trying to make a quick buck? Was I good enough? What if a client knows more about the situation than I know?   Believe me, there's nothing quick about making money in real estate, but these questions often enter a new agents mind... veterans too! These are normal anxieties that most people experience at one time or another in their lives. It just means you're human.

A magician will take the stage, with the intent of dazzling his audience. He makes sure his first effect is a big hit to quickly win his audience over with his demonstration of skill. After a few minutes, even the most hardnosed skeptics stop trying to catch the performer commit an error, and simply sit back and enjoy the show. The magician is delighted to know he has the audience in the palm of his hand. However, delight eventually turns to guilt. "These people actually believe I can perform miracles" the illusionist will think to himself. "My entire show is built on lies, deception and optical illusions. I'm a fraud"! It's what magicians call the Impostor Syndrome.

The Impostor Syndrome is something often attributed to over achievers, as well as novices. An actress makes a few movies that are well received, and the performer is in high demand. She now has the means to purchase a large home with all the furnishings, as well as that fancy sports car she always wanted. Then when she considers all those other people who are without the extravagant creature comforts, she feels guilty for her success. To alleviate the negativity, she offers to work FOR a worthy charity. This is a wonderful way to channel the energy into a positive. She then receives worldwide acclaim for her good works, and again, feels guilty for receiving the notoriety. She then rationalizes in order to find peace; she needs to lash out AGAINST something... anything. This explains why we have so much social commentary from the Hollywood elite these days.

What the magician's audience doesn't see is the countless hours researching, studying, and practicing in front of a mirror to get each and every effect just right. He will also experiment with different methods, and ask for guidance from other professionals. Similarly, a brand new real estate agent devotes themselves to their craft. Consider the hundred hours of formal training one must attend in order to achieve his or her license. Respect the fact most people would not endure sitting through the classes, studying for the test, taking the test (maybe more than once) and subscribe to an code of ethics in order to call themselves; Realtor. Yet, we feel ashamed if a member of the general public states information they found on Zillow or Trulia that they say is contrary to our research and professional opinion. One should never question their own abilities when confronted by those who are not willing to put in the hard work.

The magician is not paid to perform "miracles", he's paid to ENTERTAIN, which is what he does. Similarly, an agent is not compensated for "knowing everything", but rather to research a specific situation to help the clients achieve their goals. Still, there are some things we can do to overcome a fraud complex. First, understand by being committed to your industry, you already know a lot more than you may think. Second, when someone pays you a compliment, accept it. "Thank you" is an appropriate response. Also, fresh knowledge by way of continual training and keeping up with current industry issues is a good way to kill off the "impostor" inside. When it all said and done, you are a professional with a conscience. After all, a true con artist never has an issue with integrity, or the lack thereof. So, remind yourself, you are there to help consumers realize the "American Dream".

SpeakingForEffect.com

Where Are Your New Year's Resolutions?

Well, how have you done so far? July is the half-way mark for the year. Were you half the way to your goals? Do you even remember what they were? Be honest. No, my intention is not to pour salt into an open wound, but merely to pose a very simple question; Where are your New Years resolutions? We put a lot of stock in our dreams, and we give a lot of significance to the plans we make for achieving them, but do those plans actually move us closer to where we want to be in life.

According to a recent article in Forbes Magazine, only 8% of Americans actually achieve their resolutions. Yikes! Statistically, speaking (92% to be exact) I will NOT achieve my year-end goals. Now what? Anything but admit defeat! I know, I can "kick start" my goals anew. Re-energize my vision. Re-discover my purpose. Re-align my chakras. Maybe get in touch with my inner child?

What is a "goal" any way? It's a dream we write down on a piece of paper to make us feel like we have accomplished something, or that we're at least on our way. It's something we can tangibly hold in our hands in lieu of the actual situation. And as soon as that ink on paper becomes a reality, we'll be happy. We post it on our bathroom mirror to remind us of it every morning, or better yet place it in our purse or wallets so we can review it a few times a day.  In short, we get a certain short-term satisfaction for having done something positive that day. We begin to take charge of our lives! Sadly, reviewing our little wish lists, is not taking action.

A world-famous motivational speaker once said "set the type of goals that excite you to get out of the bed in the morning".  Of course, you could scrap those goals all together, and simply BECOME the person you want to be. That's right, simply take on the disciplines and behaviors of the top sales rep in your company, act as if you were already regional manager, or someone who has already lost 50 pounds. We can incorporate the aspects of a positive personality TODAY, and that will get us to where we want to be a whole lot faster than a slip of paper. In order for us to redesign our lives, it's going to take... wait for it... CHANGE. If we're being honest with ourselves, the average human, not coming out of some sort of traumatic experience, simply does not want to change. There's too much work involved, and we have to look at the not so positive habits currently in our lives. I think we avoid change not only out of complacency, but more the fact that change today is to admit we were WRONG yesterday.

Thomas Edison didn't create hundreds of inventions because he ran on a treadmill, made solid hedge fund investments, nor because he got out of bed any earlier. In fact, he was known for taking naps. He made the world a brighter place simply because he was, well, Thomas Edison. He accomplished all he wanted not by wishing on a star, or waiting for his ship to come in, or win it big in the lottery. He just did what the inventor of the light bulb WOULD do to achieve success. He failed hundreds of times just on this one endeavor, but he continued to change, alter, and modify the process. He was flexible, and not afraid to admit he failed along the way. There was a passion inside who he was that he would never find on a sticky note.

Where are your new years resolutions? If they are nowhere in sight, don't worry, you can essentially achieve them today. You just have to become a little better version of yourself and do things outside of your comfort zone, that includes admitting failures along the way.  If you're in the magic 8%, far be it from me to pour cold water on your endeavors. Go get 'em!  But you better hurry, it will soon be October, and I will ask you the same question again.

http://speakingforeffect.com/
BlaineSpeak@gmail.com

Talk a Good Game!

Talk a Good Game! by Blaine Little

I have long said, "real estate is a people business"! Oh, I can hear the rumblings now... "But Blaine, didn't you swear off cliché's and erroneous business maxims in this blog"? Good catch! I knew I could count on you to keep me honest.

What I mean by realty being a PEOPLE business, is that it actually has little to do with real estate, or the property itself. Unless you are a builder, or investor, your commodity as a Realtor is in the service you provide, not brick and mortar. How many times have we been contacted by a potential buyer wanting THAT particular house, only to realize for one reason or another, it was not suitable for them? At that point, do we camp out on the front porch of THAT property, or begin to work with the buyer?  You see what I mean by it being a "people" business.

That being said, there is a whole new kettle of emotional problems in working with clients versus a house. Yes, emotions come into play when you work with people. It's not so much a buyer wants THAT house, but rather what they think it represents. How will their family be affected by the move? Are their children safe here? Does this dwelling allow the family to accomplish it's goals? And those newly single may not wish to be reminded of times at their prior residence, or the pain of losing a member of their family either through separation or death. We think of the experience being most emotional for our buyers, but we must remind ourselves, sellers are people too. Typically, we just don't see them as often, and may not consider what is going through their minds.

But, unless we are also clinical psychologists, how do we deal with all these feelings, which aren't even ours? The answer to this complex problem is simple; we talk. We ask questions of our clients, understanding their first response may not be the most accurate. We advise, tell stories, give feedback, and ASK for feedback. We must constantly "take the temperature" of those we are trying to help. Which means asking some of the SAME questions throughout the process to ensure our clients needs and wants haven't shifted once they receive more information about the real estate process. I learned early in my career to not WAIT for my people to offer comments, or ask questions of me. Often times, they don't know what to ask, don't want to look ignorant of the process (which is why they hired us), or feel a bit overwhelmed and simply don't know where to begin.

As the professional, it is up to us to anticipate problems and ask questions before they get too big. For some of us, this does not come easy. There are those in real estate who are very good with numbers, and willing to do whatever it takes to hammer out a good deal for the people they serve. But, is that enough? These are the left-brain people (much like myself), who don't understand why someone would seem disappointed when "the numbers look really good". We must continue to probe, and pull the details out of the minds of others.   

For those of us not suited to reading the impressions of our listeners, it may be a good investment to enroll in a public speaking course at a community college. There, you will learn to judge your listeners' reaction to the information you impart, to see if they are following what you are saying. Or for that matter, to better analyze whether what you are saying is even relevant to your clients. Dale Carnegie Training and Toastmasters International are also wonderful organizations to help you with speaking, listening, and critical thinking.

The fact that you asked the exact same question a week ago is completely irrelevant! All people change their goals to accommodate what obstacles life throws their way. It is OUR JOB as professionals in the business to keep up with our clients shifting desires. A house doesn't change its wants and ambitions, people do that. Life would be so much easier if real estate were truly a housing business.


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www.MomentumSeminars.com

I Remain Neutral

I Remain Neutral!

In real estate, a big part of the professional’s job is to advise his or her clients. When it comes to working with sellers, many times it is necessary to advise them as to their choice of color schemes. This is a very delicate situation since, the last thing we want to do is insult our client’s sense of taste by recommending they repaint or do some light remodeling. It implies there was an issue with their choices in decorating. Yet, that is exactly what we must do with our clients many times… ADVISE, not insult.

Utilizing colors of a light or medium hue shows a room at its maximum size. OK, the dimensions don’t change at all, but white does better reflect the light, which makes it APPEAR to be larger than the same room painted, say… brown. It also minimizes the shock value of the sportsman who tours a house where the little girl really loved pink. No matter the size of the back yard, he’s just going to remember the pink bedroom.  

Often, we speak in terms of using “neutral colors”. But keep in mind, those who are design challenged, don’t know what neutrals are. Otherwise, there probably would not be an issue in the first place. I provide a palette to my clients of off-white, parchment, gray (really light gray), eggshell, or even (I’m about to go nuts, here) taupe and beige. I simply create some “swatches” on my computer, print it off, and hand it to them. 

Yes, in larger homes, potential buyers do expect a certain amount of professional decor. However, the blood red walls of a large dining room that might have worked a few years ago, will not work in the living room of a 1200 square foot home now. It’s simply too gloomy.   

If you have been in the business long enough, you have come across the Tennessee football fan who painted the outdoor trim in U.T. Vols orange. By the way, he KNOWS he has to paint it, but just doesn’t want to go through the hassle. This is your opportunity to advise your client. He’s waiting for it! Besides, what if the eventual buyer is from Alabama? As I tell my sellers, “I’m not trying to guess what the one in ten will like, but rather avoid what I know the nine in ten will not like. Don’t let a bad paint job stand between you and your closing the sale, or worse your clients ultimate goal… selling the house.


 http://speakingforeffect.com/

You Are Out of Control!

This past year, a recurring theme in the Sunday School Class of my wife and mine, has been that of “control”. At no point have any of the lessons contained the word in its title, but in analyzing the root cause for relationship issues, lack of humility, unhappiness at work, or just plain being a curmudgeon, the “C” word keeps popping up.   

I’m a self-confessed ‘control freak’, just ask my wife, or the other two people in my family to which I issue commands. It’s not that I think everyone should use their turn signals each and every time they change lanes, but rather that they just need to stay home if they don’t intend to do so. That makes perfect sense to me; freedom of choice. Abide by my way of how things should be done, or stay at home! In fact, the world would be a much better place if every inhabitant subscribed to my rules of the road, believed the way I do, joined my Political Party, and enjoyed Indian cuisine. Yes, six billion clones of Blaine Little would make the world a better place… for me.

Awakening from my dream-state, I realize that will never happen. I will never have the honor of issuing an edict providing for the backs of hands to be smacked by a ruler should they not pull the little lever on the steering column. Children will never stop doing things that embarrass their parents, and parents will never stop doing things that embarrass their children. Though, I do savor the opportunities to make my kids cringe.

What we are all chasing, that to which we all feel entitled, is control. Control of society, the political process, our family, our work, and even from time to time, God Himself. Oh yes, we like to espouse what God would or would not do. Well, it’s a good thing none of us are Him. Corporate CEO’s, Generals, and Doctors all look good in their respective articles of clothing, but none of them are in control. They just want you to think they have it all figured out, which is the reason for suit, uniform, and lab coat. The harsh reality is none of us are in control. We never were. I will not even go so far as to say we are only in control of ourselves… because we’re not.

Attempting to gain control is a futile exercise which ends in anguish. It’s a workshop on self defeatism. Putting our hands on those things in our environment in order to change the course in which our circumstances lie is like teaching a cat to fetch a stick. Well, have you ever tried it? All you do is wind up aggravating yourself; I have the blood pressure pills to prove it.

What we really want is; peace, love, happiness, and a certain amount of satisfaction in our work. Here’s the irony; we don’t need control for ANY of those things! We can find peace by knowing God is in control, and living the way He would truly have us to live our lives. We can start by “loving our neighbor”. Some will even love us back. We can find happiness in our family, so long as we are willing to accept all their imperfections. We can feel satisfied by taking the right attitude into work with us.

Good things will inevitably come our way, but if we hold on so tight to things in our present, we will completely miss the opportunities of the future. The sooner we stop trying to gain control, the sooner we can just start living. Perhaps they just didn’t make turn signals on that model of car.

www.MomentumSeminars.com



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